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How telcos can sell more than connectivity services with their IoT offerings

With forecasts targeting USD 1.5 trillion in revenues by 2020, it’s no surprise telcos are developing their IoT enterprise strategies and rushing to put the necessary infrastructure in place. In mid-2017, Telcos in Singapore announced the deployment of the first nationwide IoT networks in Asia. However, PCA estimates that as little as 5% of IoT revenues will be generated from connectivity indicating that Telcos should be positioning themselves to leverage their existing enterprise relationships to secure a bigger portion of IoT spend.

But telcos in the region are finding it hard to secure IoT contracts that go beyond connectivity. This should not come as a surprise though, the maturity level of IoT adoption for enterprises globally is still relatively low with only 22% of international firms having started an IoT implementation. With such huge revenue potential, what is holding IoT back? The reality is that the IoT vendor ecosystem is extremely complex and many solutions are unproven adding to the challenges of procurement projects for enterprises. In addition, the value that IoT brings to potential clients’ top and bottom lines is not necessarily clear as global case studies are scarce. Therefore, enterprises need to have a specific range of competencies in order to launch IoT services successfully which they are often lacking. This provides an opportunity for telcos to position themselves as service providers with the right competencies to help enterprises navigate the IoT complexities ahead of them. What competencies do telcos require to help enterprise clients launch IoT products and services? Based on PCA’s experience assessing global IoT deployments, telcos need both technology and go- to-market commercial competencies to produce viable IOT service offerings. The 8 competencies required are:


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